Director, CSP/Hyperscaler Partner Marketing

Palo Alto Networks, Inc.; Santa Clara (CA); On-site; USD 204,000 - 282,000; Full time

Job summary

Palo Alto Networks, Inc. in Santa Clara, CA is seeking a Director, CSP/Hyperscaler Partner Marketing to lead global GTM strategies with AWS, Azure, GCP, and OCI. You will mentor a team of CSP marketers and align with alliance leads, field sales, and product teams to maximize MDF and co-sell pipeline.

The role emphasizes executive relationship building, strategic roadmaps, and accountable budget management across four hyperscalers, delivering integrated campaigns and measurable ROI.

Qualifications

• 10+ years in B2B technology marketing, with 5+ years partner/channel marketing within hyperscaler ecosystem (AWS, Azure, GCP, or OCI).
• 2-3+ years of direct people management experience, with a proven track record of scaling and leading partner marketing teams.
• Familiarity with co-sell programs, marketplace dynamics, and partner portals across multiple hyperscalers.
• Cross-functional influence with sales, product, and alliances.
• Data-driven using Salesforce, marketing automation tools, and BI dashboards to track pipeline velocity and attribution.
• Bachelor's degree in Business, Marketing, or related field; MBA preferred.

Responsibilities

• Direct Management: recruit, mentor, and manage a CSP Partner Marketing team.
• Portfolio Allocation: balance team capacity and budget across AWS, Azure, GCP, and OCI.
• Coaching & Growth: develop a high-performing partner marketing culture.
• Strategic Roadmap: own multi-year global marketing strategy for CSP ecosystem.
• Executive relationships: build trust with senior partner marketing executives across hyperscalers.
• Value positioning: align messaging with multi-cloud value for customers.

Skills

B2B tech marketing

Partner marketing

People management

Multi-cloud marketing

Cross-functional influence

Data-driven marketing

Education

Bachelor's degree in Business/Marketing

MBA preferred

Tools

Salesforce

Marketing automation

BI dashboards

Job description

Our Mission

At Palo Alto Networks®, we're united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

We are seeking an experienced, strategic, and people-centric Director, CSP/Hyperscaler Partner Marketing to lead our global go-to-market (GTM) joint marketing strategies across all major Cloud Service Providers (AWS, Microsoft Azure, Google Cloud Platform, and Oracle Cloud Infrastructure).

In this role, you will mentor, and manage a team of dedicated CSP Partner Marketers, each focused on specific hyperscaler relationships. Together, you will serve as the primary architects of joint demand-generation campaigns, Cloud Marketplace growth, and strategic co-marketing initiatives. You will align your team with hyperscaler alliance leads, field sales, and product teams to maximize Market Development Funds (MDF), accelerate multi-cloud consumption, and scale co-sell pipeline globally.

Team Leadership & Multi-CSP Portfolio Management

• Direct Management: Recruit, mentor, and directly manage a team of CSP Partner Marketers, setting clear performance objectives, development goals, and provider-specific KPIs.
• Portfolio Allocation: Balance team capacity and budget across AWS, Azure, GCP, and OCI based on revenue impact, market opportunity, and joint strategic priorities.
• Coaching & Professional Growth: Build a high-performing team culture. Coach marketers on navigating the distinct organizational structures, co-sell programs, and GTM motions of each major hyperscaler.

Multi-Cloud Strategy & Joint GTM Planning

• Strategic Roadmap: Architect and own the multi-year global marketing strategy across the entire CSP ecosystem, aligning partner goals with overall company revenue targets.
• Executive Relationship Building: Establish high-trust, collaborative relationships with senior partner marketing executives, alliance leaders, and sales managers across all four hyperscalers.
• Value Proposition & Positioning: Work with Product Marketing to articulate our multi-cloud value proposition, ensuring messaging resonates whether a customer operates on a single cloud or a hybrid, multi-cloud architecture.

Co-Marketing, Co-Selling & Demand Generation

• Integrated Campaigns: Oversee execution of integrated global demand generation campaigns across digital channels, content, webinars, and field events to drive partner-influenced pipeline.
• Cloud Marketplace Scale: Direct targeted marketing campaigns across AWS Marketplace, Azure Marketplace, GCP Marketplace, and OCI Marketplace to accelerate transacted revenue and private offers (e.g., CPPO/MPPO).
• Committed Spend Mechanics: Ensure your team designs messaging that educates enterprise buyers on using their cloud commitments (e.g., AWS EDP, Azure MACC, GCP Commits) to procure our platform.

MDF Optimization, Events & Governance

• Cross-CSP MDF Optimization: Oversee the end-to-end lifecycle of hyperscaler Market Development Funds (MDF) and co-investment programs ensuring maximum fund allocation, compliance, execution, and proof-of-performance (PoP) recovery across all providers.
• Flagship Event Presence: Lead team strategy and execution for major hyperscaler global events (AWS re:Invent, Microsoft Ignite, Google Cloud Next, Oracle CloudWorld) and regional executive roundtables.
• Pipeline Attribution & ROI: Monitor and report on partner-sourced and partner-influenced pipeline, closed-won revenue, Marketplace GMV, and overall marketing ROI across the entire CSP portfolio.

Qualifications

• Experience: 10+ years in B2B technology marketing, with 5+ years specifically focused on partner/channel marketing within the hyperscaler ecosystem (AWS, Azure, GCP, or OCI).
• People Management:2-3+ years of direct people management experience, with a proven track record of scaling and leading partner marketing teams.
• Multi-Cloud Expertise: Familiarity with the distinct co-sell programs, marketplace dynamics, and partner portals across multiple major hyperscalers (e.g., AWS ACE, Microsoft Partner Center, Google Cloud Partner Advantage).
• Cross-Functional Influence: Exceptional ability to drive alignment across matrixed organizations, working closely with executive leadership in Sales, Product, and Alliances.
• Data-Driven Approach: Strong analytical capability using Salesforce, marketing automation tools, and BI dashboards to track pipeline velocity and marketing attribution.
• Education: Bachelor's degree in Business, Marketing, or related field (MBA preferred).

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$204,000.00 - $281,500.00/yr

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.